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Guru Sai Nath University, First Online University in India

MASTER OF BUSINESS ADMINISTRATION IN MARKETING MANAGEMENT 2 Yr.

MAJOR XI SALES AND DISTRIBUTION MANAGEMENT(2041247)

UNIT - 01BASICS OF SALES MANAGEMENT:Chapter IIntroduction - Objectives - Determination of functions - Interrelationship with Functional Departments -Organisational Structure of Sales Department - Roles and Skills of Modern Sales Manager -Responsibilities of Sales Managers - case studies.Chapter IISales Management vs. Marketing Management - Salesmanship - Concepts - Selling process - Focuson customer satisfaction and building seller customer relationship - Sales Force Management - careerin field sales management - Emerging Trends in Sales Management - Linking Sales and DistributionManagement - Case studies

UNIT - 02PERSONAL SELLING & SALES FORCE RECRUITMENT:Chapter IIIPersonal Selling: Concepts - Objectives - Buying Decision Process - Buying Situations - EffectiveCommunication - Sales Knowledge and Related Marketing Polices - Personal Selling Process -Strategies - Determining the Kinds of sales Personnel - Determining Sales Force Size - - customeroriented selling strategies - Case studies.Chapter IVSales Force Recruitment: Selection - Training - Motivation - Compensation - Evaluation & supervision- Managing Expenses of Sales Personnel - Sales Meetings and Sales Contests – case studies.

UNIT - 03SALES BUDGETING, TERRITORIES & QUOTAS:Chapter VStrategic Planning - Developing Sales Forecast - Forecasting Approaches - Sales Budget: Purpose -Form and Content - Process - Sales Audit - Sales Analysis - Marketing Cost Analysis - case studies.Chapter VISales Territories: Definition - Designing Process - Assigning Salespeople to Territories - ManagingTerritorial Coverage - Sales Quotas: Objectives - Types - Quota-setting Procedure - Administeringthe quota system - Reasons for not using Sales quotas - case studies.

UNIT - 04DISTRIBUTION MANAGEMENT BASICS:Chapter VIIPhysical distribution - Definition, Importance - participants in physical distribution process -Distribution Channel Strategies - Patterns of Distribution - case studies.Chapter VIIIMarketing Channels - Definition & Importance - Different forms of channels - Functions of MarketingChannels - Unconventional channels - Channels for Consumer goods, Industrial Goods & Services -Integrated Marketing Channels - Horizontal, Vertical, Multi channel marketing Systems - InternationalMarketing Channels - Case studies

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UNIT - 05CHANNEL INSTITUTION & DESIGNING CHANNEL SYSTEM:Chapter IXRetailing: Definition - Types - Roles - Strategies - Retail Performance Measures - Store Design -Franchising - e-tailing - Foreign Direct Investment (FDI) in India - Wholesaling: Concepts - Functions -

Classifications - Key Tasks - Trends - Future of wholesaling in India - case studies.Chapter XDesigning Channel System: Influencing Factors - Channel Design and Planning Process - SelectingChannel Partners - Training, Motivating and Evaluating Channel Members – Channel DesignComparison Factors - Channel Design Implementation - case studies.

UNIT - 06CHANNEL MANAGEMENT & SUPPLY CHAIN MANAGEMENT:Chapter XIChannel Management - Concepts - Principles - Channel Policies - Channel Selection Process &criteria - Channel Conflicts & Techniques to resolve channel conflicts - Channel Information System:

Elements - Channel Performance Evaluation - Channel Implementation - Case studies.Chapter XIILogistics - Scope - Activities - Extension into Supply Chain Management - Supply Chain Management- concept - significance - components - Types - Cost of Services – Performance Measurement -Overview of Supply Chain Models and Modeling Systems - Building blocks of a supply chain network- Business processes in supply chains - Case Studies

REFERENCE BOOKS:1. Richard R. Still, Edward W. Cundiff & Goveni, "Sales Management", PHI Pub2. Havaldar.VK & Cavale.VM,Sales and Distribution Maangement: Text and Cases, TMH.3. Charles M. Futvell, "Sales Management, Team Work, Leadership & Technology", Thomson

learning, South Western, 6th ed. 2003.4. Channel Management -Stern - El Ansary5. P.K. Sahu, K.C. Raut, Salesmanship & Sales Management, Vikas Pub, 3rd rev.ed.6. Earl D. Honeycutt, John B. ford, Antonis S. Simintiras, "Sales Management: A GlobalPerspective, Routledge Pub.7. Distribution Management - S. Eliton8. Sales and Distribution Management - S. L. Gupta9. Channel Management & Retail Management - Meenal Dhotre10. Marketing - Bovee, Thill. Marketing Management - Philip Kotler